How To Nail That First Meeting With A Potential Client
His palms are sweaty, knees weak, arms are heavy. Now I know Eminem wasn't particularly referring to a potential client meeting when he penned those lyrics, but they sound pretty damn relatable do they not? I know it can be pretty nerve wracking to start a professional relationship with a new client but I've put a few tips together that I've found helpful when you have those nervous butterflies and they weren't caused by your 4th cup of coffee.
Do Your Research
Know the brand and the person you're meeting. Find out why they're special and doing things differently. Remember the reason you wanted to take them on as a client in the first place.
You both grew up in Etobicoke? Awesome. You're both the owners of the most perfect fur child on the planet? Great. Whatever you can find common ground on with your client can definitely come in handy. It humanizes you and your business and finally lets you bust out those photos of Spot that your co-workers have become tired of looking at.
Like genuinely, actively listen. People can tell when you've got your scripted questions ready to be read out like you're at a table reading rehearsing for your next big break. Engage yourself in the conversation and let it flow naturally. Respond genuinely and actively participate in the conversation. To summarize this in a few words, pay attention to them.
Whether this is your perfect dream client, a referral, or a means to keep the lights on it's beneficial to be honest with yourself and with them. Be realistic about what you can deliver for them within their allocated budget right from the get-go. Set both of your expectations so you can start off on the right foot.
Most in person meetings last roughly an hour, and phone calls even less than that. Make sure you're getting all your mandatory questions answered and don't feel the need to make awkward small talk for 10 minutes just because your google calendar states that the meeting should end sharply at 00:00pm.